Enterprise Account Manager - Federal at Delinea

About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com [Upgrade to PRO to see link] LinkedIn [Upgrade to PRO to see link] X [Upgrade to PRO to see link] and YouTube [Upgrade to PRO to see link] Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.   Apply today to help us achieve our mission. Enterprise Account Manager – Federal Position Summary The Enterprise Account Manager is responsible for driving the full sales cycle within U.S. Federal agencies that have critical IT security needs. In this role, you will identify and engage key stakeholders across assigned agencies and the Federal Systems Integrators (FSIs) that support them. You’ll develop a deep understanding of their security challenges and demonstrate how Delinea’s award-winning solutions can strengthen and simplify their IT security posture. This is a high-visibility, high-impact role requiring a consultative and strategic approach to building relationships, developing pipeline, and closing new business. The position is based within a designated geographic territory and may require working from a remote home office with approximately 40–50% travel. What You’ll Do - Develop and grow relationships within the Healthcare vertical, with an emphasis on VA and HHS. - Proactively engage existing leads and prospects who have expressed interest in Delinea solutions. - Collaborate closely with Delinea technical experts to deliver compelling product demonstrations and solution narratives that drive customer confidence and accelerate decision-making. - Consistently achieve or exceed assigned sales targets. - Maintain a highly accurate and up-to-date sales pipeline and forecast. - Build, manage, and expand relationships with strategic Channel partners critical to success in the public sector market. What You’ll Bring - 5+ years of enterprise software sales experience selling into U.S. Federal agencies. - 10+ years of enterprise sales and/or program or product management experience. - Bachelor’s degree preferred, or equivalent professional experience. - 7+ years of technology-related sales, account management, and/or consulting experience. - Proven ability to work independently, stay self-motivated, and manage complex customer engagements. - Exceptional written, verbal, and presentation skills, with experience presenting to executive and technical audiences. - Demonstrated success building rapport and influencing decision-makers within large enterprises or government agencies. - Strong organizational skills and attention to detail. - Experience successfully breaking into new accounts and expanding footprint within existing ones. - Background selling through and with Channel partners. - Understanding of the Federal channel-centric go-to-market model. - Experience supporting large federal programs, capture efforts, and programmatic growth strategies. - Proven ability to identify, develop, and close six- and seven-figure opportunities. - Existing relationships and a developed book of business within the territory is a strong plus. - Demonstrated ability to manage long, complex sales cycles with multiple stakeholders. - Experience selling Cloud and modern IT security solutions. Why work at Delinea? - We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities. - We invest in people who are smart, self-motivated, and collaborative. - What we offer in return is meaningful work, a culture of innovation and great career progression. At Delinea, our core values are STRONG and guide our behaviors and success: - Spirited - We bring energy and passion to everything we do - Trust - We act with integrity and deliver on our commitments - Respect - We listen, value different perspectives, and work as one team - Ownership - We take initiative and follow through - Nimble - We adapt quickly in a fast-changing environment - Global - We embrace diverse people and ideas to drive better outcomes We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays. Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.